Director, SMB Sales

Apollo.io
Austin
Workplace: HybridFull timeUSD 280,000 - 350,000 annuallyFunction: SalesExperience: 7+ yearsSkills: ["Leadership","Coaching","Analytical thinking","Communication","Cross-functional collaboration"]

Lead Apollo’s SMB go-to-market organization across new business acquisition and account management. Manage 4–5 Sales Managers in Austin and drive rollup quota across managers covering new and expansion. Own SMB go-to-market strategy (territory design, segmentation, sales motion, pricing/packaging, positioning), partner with Sales Ops to improve forecasting and pipeline health, and collaborate cross-functionally to remove blockers and improve the customer experience at scale.

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FursaFursa
Apollo.io
Apollo.io
1 day ago

Director, SMB Sales

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Last checked: 15 hours agoStatus: Live

Job Summary

Lead Apollo’s SMB go-to-market organization across new business acquisition and account management. Manage 4–5 Sales Managers in Austin and drive rollup quota across managers covering new and expansion. Own SMB go-to-market strategy (territory design, segmentation, sales motion, pricing/packaging, positioning), partner with Sales Ops to improve forecasting and pipeline health, and collaborate cross-functionally to remove blockers and improve the customer experience at scale.
Location: Austin
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Lead and develop 4–5 Sales Managers in Austin, driving accountability, growth, and consistency across locations.
  • •Build a performance culture with clear goal-setting, rigorous 1:1s, regular calibration, and manager coaching capability development.
  • •Own SMB revenue performance across new business and expansion, including rollup quota management.
  • •Develop and iterate SMB go-to-market strategy covering territory design, segmentation, sales motion, pricing/packaging, and competitive positioning.
  • •Monitor performance metrics and deliver accurate forecasts and business reviews to senior leadership.

Pay and Benefits

Salary: USD 280,000 - 350,000 annually
Equity and Bonus:Equity
Perks:401kPaid LeaveParental LeaveHealth InsuranceDental

Key Requirements

  • •7+ years of customer-facing sales or account management experience with a proven track record of driving revenue growth, managing expansions, and increasing product adoption.
  • •3+ years of experience managing managers, with demonstrated success developing front-line sales leaders.
  • •Good standing in performance, consistently attaining quota and averaging above 90% of rollup quota (FY25).
  • •Strong analytical skills with a data-driven approach to performance management and forecasting.
  • •Excellent written and verbal communication to influence senior stakeholders across technical and non-technical audiences.
Experience:7+ years
Skills:LeadershipCoachingAnalytical thinkingCommunicationCross-functional collaboration
Languages:English
Tech Stack:AIAutomation

Company Brief

Apollo.io
Provides a B2B sales engagement platform and global contact database that helps revenue teams find prospects, enrich data, and automate outbound workflows to accelerate pipeline and close deals.
Industry: SaaS
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Funding: Series D
Headquarters: San Francisco, United States
Founded: 2015
WebsiteLinkedIn